In 2012, there was a distinct lack of clarity around many aspects of doing business, and the most popular articles on mdm.com reflect a desire for transparency in everything from improving the sales process to how to prepare for new policies under the Patient Protection and Affordable Care Act.
Readers also continue to be interested in articles focused on the impact of technology shifts on the distribution channel, with articles on AmazonSupply.com, Grainger's mobile strategy and vending garnering top spots in this year's list.
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Below is the list of the Top 10 most popular premium articles in 2012 at mdm.com. If you missed them, click on the headlines below and log-in to read them now or print them to read them later. Not a subscriber? Subscribe today. These articles are also available in pay-per-view. Enjoy!
1. What AmazonSupply.com May Mean for Independent Distributors
The launch of Amazon.com's B-to-B website for industrial products raised lot of eyebrows in the industry and a lot of questions on what it meant for traditional distributors. This article examines the potential impact and outlines the next steps for distributors looking to compete more effectively in an increasingly crowded market.
2. Grainger Goes Mobile: What It Means
Demand for mobile access to product information, availability and order capabilities continues to increase across industries. This article looks at the process behind Grainger’s mobile application development, as well as what’s driving more distributors to go mobile.
3. Five Profit Drivers Critical to Growth
This article by long-time industry expert Al Bates examines key profit drivers in wholesale distribution across 40 lines of trade monitored by the Profit Planning Group. Bates benchmarks these key drivers and provides insight into the impact changes in each of these areas may have on distributors’ bottom lines. Bates will present the latest data in the Jan. 10, 2013, issue of MDM Premium.
4. Vending 'Explodes' as a Service
Vending is now making a significant contribution to many national distributors’ top lines. This article explores the drivers behind the explosive growth and the challenges it can create for smaller companies.
5. Three Marketing Moves Distributors Should Make in 2013
This article looks at fundamental shifts in business over the past couple of decades and what they mean for how distributors approach marketing.
6. The Case for Proactive Inside Sales
A proactive inside sales force can be critical to serving mid-market and small customers as part of a broader multichannel strategy. This article, by Jonathan Bein, includes steps for initiating an effective program.
7. The Practical Implications of 'Obamacare' on Distributors
This article examines some of the key provisions of the Patient Protection and Affordable Care Act and steps that businesses should be taking now to ensure they are in compliance.
8. Price vs. Value: How Distributors Position Their Businesses
When it comes to positioning and messaging, the overwhelming majority of distributors in a recent MDM survey focus on the same things.
9. MDM Interview: Bold Growth Plans for Morrison Supply
In November 2011, private equity firm Advent International made a majority investment in Morrison Supply Company. In this interview, CEO Chip Hornsby, former CEO of Wolseley, and Advent partner Stephen Hoffmeister spoke with MDM about plans for growing the company, the differences between private equity-backed companies and public companies, and the importance of focusing on people when trying to grow.
10. MDM Interview: Get Strategic Clarity Before a Sales Compensation Change
Editor Lindsay Konzak spoke with Indian River Consulting's Mike Emerson about what distributors need to do before embarking on a redesign of their sale compensation plans, what the most common challenges are when doing so and how distributors can take steps in the early stages to ensure a smoother transition to a new compensation plan. Emerson was featured in an MDM Webcast on the same topic, which is now available on DVD: Sales Incentive Design Best Practices.